Consumers go through a decision-making process when they’re looking to buy products. To increase your chances of them purchasing from you, understanding how they decide what to buy and helping them through[more…]

Segmentation is designed to help you create marketing messages that talk straight to specific consumers, influencing their buying behavior. Creating these target markets should help you get the best results[more…]

Knowing why people buy is crucial information to have if you want to close sales, no matter what you’re selling. Review the following list of the reasons people buy and put it to use to help you close[more…]

As you present your product to potential customers and try to close sales, you may have an idea of why people buy things, but knowing why they don’t buy can be just as important. The following list contains[more…]

As you present your product or service to potential customers, you can close a sale more quickly if you recognize the signs that indicate that your customer is interested in buying. Notice the following[more…]

You can do everything right in your efforts to close a sale, but some customers are just tough — they’re angry, they’re dissatisfied, they’re apathetic, they’re just not cooperating with your plan to close[more…]

The customers, the rivals and a successful business model are the three major focal points that a business needs to analyse, consider and respond to respectively. Here are three questions to think about[more…]

You need to provide a solid baseline (history) in order for your Excel forecast functions to work accurately in Excel sales forecasting. This chart shows you some ways to arrange data for your baseline[more…]

The Analysis ToolPak in Excel sales forecasting figures out what's going on with your data without your having to enter formulas. Excel's Analysis ToolPak has three useful tools for directly forecasting[more…]

Give these sales forecasting functions in Excel a good baseline and you can get a handle on future sales business. Some Excel forecast functions and their actions appear in the following chart — keep it[more…]

Sales and service departments usually exist separately in companies, but from a customer service perspective the two are inseparable. So your customer believes you’re sincerely trying to serve them, employ[more…]

When you meet prospective clients during the selling cycle — or anyone, for that matter — for the first time, your goal is for them to like and trust you. You can accomplish that goal and be on your way[more…]

An important step in the selling cycle is listening to and responding to your prospect’s concerns and objections. Here are the steps to take when a person objects to something about the product or service[more…]

Most sales are lost because salespeople didn’t clearly ask for the business or asked at the wrong time. If your product or service has proven to be truly a good decision for your client, it’s your obligation[more…]

When you first meet with prospective clients, you need to qualify them — in other words, you need to see whether the product or service you sell meets their needs. To help you remember what to ask during[more…]

People don’t buy logically. They buy emotionally and then defend their decisions with logic. Your sales presentation must not only capture and hold the attention of potential clients but should also involve[more…]

With the right selling skills in your arsenal, you’ll have more happiness and satisfaction in all areas of your life, not just in your selling career (although your selling will certainly benefit, too)[more…]

A dangerous area of marketing arises when people try to bypass regulations that ensure fair pricing, safety, and honest advertising. In the UK, as in Europe and North America, there are regulations as[more…]

For selling physical products, the key to using a mom blog effectively to send traffic to your online store is to use a soft-sell approach. It’s hard to build up a loyal audience if your blog is simply[more…]

Mom bloggers selling products and services need a way to collect payment, such as PayPal. The great part about working with an established online marketplace is that these sites have a built-in customer[more…]

PayPal can handle the payments for your products, but they can’t deliver them. E-junkie works with a payment provider like PayPal that confirms a purchase, and then sends the downloads to your customers[more…]

Don’t make your blog visitors have to think about what you want them to do. Make it immediately understandable, a call to action. Knowing who your customer is and what you’re selling might seem to be basic[more…]

The selling cycle breaks down neatly into six steps. Each of these steps is equally valuable and plays a critical role in building a successful career in sales. If you perform each step correctly, the[more…]